Since I have returned I have saved over £30k with two suppliers, all because of what you showed me. Let’s just say my boss is extremely happy and his beers will taste better tonight! Neil Barney | Buyer, KCA Deutag | Introduction to Negotiation Skills Course

Introduction to Negotiation Skills

Download Course Details

A two day course

Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing function.


The course clearly defines negotiation and how better deals can be obtained when purchasing materials, equipment and services. Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve their objectives and targets. With detailed input from the course presenter, desk-top and syndicate exercises plus a practice team negotiation, attendees will leave with the confidence to conduct negotiations by telephone or on a face to face basis.

Please see course content below or  click 'Download  Course Details' for a PDF of the  course information.

Fee | £645.00 + VAT

Fee includes all tuition, comprehensive course notes and information hand-outs, morning and afternoon refreshments and lunch.

Dates | Two day course

Next course:

Tuesday 13th and Wednesday 14th November 2018


Doncaster Racecourse Exhibition and Conference Centre, Leger Way, Doncaster DN2 6BB

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Course Content

What is Negotiation?

What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions / Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?

Interactive Team Negotiation Exercise

Teams Provided with Objectives & Time Limit to Conclude Negotiations / Debrief / Analysis of Approach / Analysis of Results / Recommendations for improvement.

Key Phases of Negotiation

Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.

Preparing For a Negotiation

PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses / Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.

Negotiating Process

The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques / Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand / Linking Movement / Breaking an Impasse.

Listening Skills

Improving Skills / Making the Other Person Listen / Sequence, Style and Silence.

Behavioural Aspects

How Behavioural Aspects Can Enhance or Under-mine Your Message / Positive Body Language / Eye Contact / Facial Expressions / Gestures / Tone of Voice / Posture / Listening Skills / Reading the Seller’s Body Language.

We provide training to large, medium and small organisations in both the public and private sector.

  • BAE Systems
  • Everest
  • Eurotunnel
  • Nestle
  • Met Office
  • Mitsubishi
  • Quorn
  • Toyota
  • Unipart Rail
  • Virgin Trains